Selling is just a conversation Sales Course

1. Selling is just a conversation Sales Course Chris Allen

2. Course ObjectivesAt the end of this course you will understand: • The sales meeting process • Where you are in the process • What to do next to make the sale happen These objectives will be achieved by creating a commonsales language.

3. D C I T P S ® Each element is the step up which a sales meeting must go to take us to the final goal of the sale. Each step is a measure of the quality of the relationship between your companies Close Demonstrate Test Survey Interest Prepare

4. D C I T P S ® Why prepare? How do you prepare? Research methods When do you prepare? Preparation

5. D C I T P S P O C ® Planningthe call

6. D C I T P S P O C ® • Who I am • What connects me to the meeting • Who and what is my organization • Minimum info Premise

7. D C I T P S P O C ® • Seek commitment “Ideally I want him/her to...” (an action) • Seek their agreement to the objective at the start • Close on the call objective Objective

8. D C I T P S P O C ® • How will I present my case • What do I want to find out • How will I ‘switch on’ the prospect/client • Which objections can I expect Content

9. P O C D C I T P S ® Planningthe call Premise Objective Content

10. D C I T P S ® Summary Preparation saves time and creates an environment where you can run a focussed and purposeful sales meeting. Preparation

11. D C I T P S ® Gaining a prospect’s interest? • It depends on their position • Departmental Manager • Finance Director • IT Director • Head of Treasury • Buyer

12. S D C I T P ® • Keep personal and company introductions to a minimum • Demonstrate your interest in the client Outrageous claims may have to be backed by proof !

13. D C I T P S FEATURE SOWHAT? BENEFIT ® Develop interest with benefits • Do not get obsessed with features, • But know your product’s capabilities. What’s our best asset?

14. D C I T P S ® ..or how to make sure that your behavior does not stop you from being successful! Personality Types

15. D C I T P S ® Personality Types Selling is straight forward but not easy because people buy from people they: Respect Trust Like or feel comfortable with

16. D C I T P S ® Personality Types • In any sales situation you must: • Make the buyer feel comfortable • Build rapport You must modify your personalityto suit your buyer.

17. D C I T P S ® Personality Types Dominant Detached Dependant

18. D C I T P S ® Personality Types Dominant • No-one is 100% of one • Buyers emphasize different traits in different circumstances • Good sales people moderate their own traits to succeed with each personality type • In a first meeting this is critical Detached Dependant

19. D C I T P S Dominant Detached Dependant ® Personality Types

20. D C I T P S Dominant Detached Dependant ® Personality Types

21. D C I T P S Dominant Detached Dependant ® Personality Types

22. D C I T P S ® Personality Types Dominant Write down a neutral interest statement. Amend it to suit a: Detached Dependant

23. D C I T P S ® Non verbal communication Any message is: 7% Verbal 38% Vocal 55% Non-verbal

24. D C I T P S ® Non verbal communication The verbal channel is primarily used for conveying information The non-verbal channel is used for negotiating interpersonal attitudes

25. D C I T P S ® Non verbal communication Expressions are the easiest non-verbal signals to read: “It was written all over her face”

26. D C I T P S ® Non verbal communication Zones Personal 46cm-1.2m Social 1.2-3.6m Public over 3.6m Intimate 15-46cm

27. D C I T P S ® Non verbal communication • Hands to face: • The mouth-guard • Nose touching • The Ear rub • The neck scratch • Evaluation gestures

28. D C I T P S ® Non verbal communication • Arms • The standard arm cross • The reinforced arm cross • The arm grip • Legs The cross • The figure four leg lock • The ankle lock

29. D C I T P S ® Non verbal communication Head positions: - Neutral - To the side - Forward and down

30. D C I T P S ® Non verbal communication Body positions: - Inclusion - Exclusion - Body pointing Feet: Where are they pointing?

31. D C I T P S ® Non verbal communication Look for inconsistencies between the verbal and non-verbal messages

32. S D C I T P D C I P ® Sales people who ignore the Survey and Test phase do so at their peril!

33. S D C I T P ® D C I P They do not understand the real circumstances and find that the sale is full of surprises!

34. S D C I T P ® How? • By getting the client to talk about: • their business and concerns • what would make the business more successful • By seeing the client’s business: • through their eyes not our business through their eyes • By removing our filters and asking open questions: • listening and summarising • By not selling nor giving detailed product presentations

35. S D C I T P ® What are you surveying? • The needs: • of the individual • of the company as a whole • How he/she will evaluate: • the need • the options open to them • The organizational maps: • political • power

36. S D C I T P ® What are the real needs & are they going to do anything? • Use SPIID: Situation Problem Implication Ideal Do

37. S D C I T P ® What are we Testing? Pass? Fail?

38. S D C I T P M oney A uthority N eed D ecisions A bility C ompetition T imescale ® ® Use... • The answers help to: • Qualify the individual • Qualify the prospect • Establish how far in the buying process they have gone • Identify your next steps

39. S D C I T P ® Summary

40. S D C I T P ® What is the trigger? • When you have • satisfied them of the need for a solution to their problem • understood their decision criteria • identified who is involved in the decision making process

41. S D C I T P ® The aim Get their agreement that you can meet their needs and gain agreement to proceed At the start, tell them that this is your objective. At the end, ask them if you have achieved this.

42. S D C I T P ® How?

43. S D C I T P ® Objections • It’s too expensive! • It’s too complicated! • I’ll have to think about it... • It doesn’t have the functionality of ... • I don’t have the time to develop the system. • I’ll have to get the legal dept to check this...

44. S D C I T P ® Reasons behind objections

45. S D C I T P ® Guidelines • Relax and listen • Welcome objections, they are signposts in the sale • Respect the prospect’s right to ask questions • Practise your responses to standard objections • Use CCAC

46. S D C I T P ® Overcoming objections C ushion C larify A nswer C lose

47. S D C I T P ® Cushioning • You will: • Make the prospect feel less tense • You will appear to be more reasonable • You will gain time to prepare to ‘clarify’

48. S D C I T P ® Clarifying • Your answer will be responsive to the prospect’s real concerns • You will increase the prospect’s confidence in you • The prospect becomes less defensive and tells you their real objections • You will gain time to prepare your answer

49. S D C I T P ® Answering • Be clear and concise • Use examples/references • Watch for consistency response vs reaction • ..... • ..... • NOW CLOSE!

50. S D C I S T P ® Closing